R ei canadian consultant presentation

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THE RAISER’S EDGE

Dawn Hollowell

Sr. Product Marketing Manager

August 2012

(i)

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• Positioning• REi overview• Packaging• Giving Score• RE mobile app• Key marketing collateral• Referral partner program

AGENDA

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CORE P OS IT IONING

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For nonprofits who need a solution to support and direct their constituent

relationship management, fundraising and e-marketing activities. The

Raiser’s Edge(i) is a fundraising solution that saves time, increases

productivity, and helps you raise more money for your mission. CRM,

online fundraising and email marketing are coupled with smart analytics,

data enrichment tools and best practices—all in a single solution. The

Raiser’s Edge(i) is the only fundraising solution you’ll ever need to buy.

CORE POSITIONING

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• A best of breed CRM solution to manage fundraising and supporter management

• The Raiser’s Edge(i) allows our customers to…- Target & identify their best prospects (sophisticated segmentation)- Communicate their mission and inspire supporters (online and offline)- Engage and cultivate their donors (manage varying types of support)- Appreciate & retain support (obtain a 360 degree view of supporter record)- Measure & manage impact on their mission (advanced reporting capability)

The Raiser’s Edge(i) at a Glance

THE RAISER’S EDGE(i) – WHAT IS IT?

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WHY WAS THE RAISER’S EDGE(i) CREATED?

To offer differentiated services and functionality to our customers that no other

vendor can offer in one solution

To offer a competitively priced bundle, dispelling “nickel and diming” perception and

offering more for less.

To improve the customer experience by making REi easier to understand and buy

To expand Blackbaud’s market reach beyond donor management by offering

vertical bundles for membership and alumni

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• The nonprofit wants to:- Track donors and gifts (online and offline)

• >2,000 contacts• >$100,000 in annual contributions

- Manage events• >2 events per year

- Manage major or planned giving program- Use email marketing

• Store data in more than 3 sources- Prompt for donors, prospects, volunteers, event attendees, foundation

contacts, media contacts, government officials, program participants, etc.

• Have a fundraising team of 5+ people

WHO IS A GOOD PROSPECT FOR RAISER’S EDGE?

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RE(i) helps customers save time, increase productivity and raise more money for their missions

VALUE PROPOSITION

RE(i) is a smart solution. CRM, online fundraising and email marketing are coupled with smart analytics, data enrichment services and best practices—built right in

RE(i) is one solution with all the tools you need for cultivating relationships with supporters and running your nonprofit business

RE(i) is the only fundraising solution you’ll ever need to buy

Serving over 13,000 nonprofits worldwide, Raiser’s Edge has been the

most trusted supporter management solution for over 20 years

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• Bi-directional native integration between online and offline giving

• Lessens the burden of importing, double entry and data clean up

• Easily identify your most lucrative supporters so you are putting your effort where you’ll get the most benefit

ADD 41% MORE TIME TO YOUR DAY

Sample questions to ask prospects:1. Do you use a multi-channel marketing strategy?2. Are online and offline donations stored in a single database?3. How much time do you spend cleaning up your data?

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• Quickly know what to do next with built-in queries, reports, dashboards and action tracks

• Feel confident in your mailings with included data enrichment services like AddressFinder

• Easily build meaningful relationships with supporters because you have constituent information at your fingertips

BE 46% MORE PRODUCTIVE

Sample questions to ask prospects:1. Did they see a 7.5% growth in donations last year?2. How many mailers are returned to you each year?3. Would built-in queries, reports and dashboards make your life easier?

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• Segment data with smart fundraising functionality like The Giving Score so you can focus your efforts where you’ll get the most benefit

• Understand your supporters with WealthPoint and target those with the greatest capacity to give

• Offer your donors the convenience of monthly giving

• Make it easy for supporters to donate via your website

• Give volunteers a memorable and feel-good experience so they’ll become donors

RAISE 37% MORE MONEY FOR YOUR MISSION

Sample questions to ask prospects:1. Do you know how to increase the lifetime value of your donors?2. Do you know which donors have the greatest capacity to give?3. Do you have a plan to cultivate these VIPs once you identify them?

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• All the functionality you need for CRM, online fundraising and email marketing are included in The Raisers Edge(i)

• Add in the included smart analytics, data enrichment services and best practices and you’ve got a total solution

• Hosting is included to keep your total cost of ownership low

IT’S IN THERE—A SINGLE SOLUTION

Sample questions to ask prospects:1. How many different solutions and vendors are you using to run your fundraising business today?2. Are you running on-demand or on-premise solutions today?3. Do you have the IT staff and infrastructure to support an on-premise solution?

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OV E RV IE W

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• The Raiser’s Edge(i) is a comprehensive solution:- Includes The Raiser’s Edge for supporter management- Includes NetCommunity Spark online fundraising and emarketing

Flexible and easy to use database to track all the details associated with building donor relationships

+Powerful online marketing tools including online donation and

registration, email communications and targeted fundraising campaigns

CRM & ONLINE FUNDRAISING IN ONE SOLUTION

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VERTICAL SPECIFIC PACKAGING

The Raiser’s Edge(i) for Fundraising Organizations

• Includes core CRM functionality, as well as…- Prospect Management (for Major Giving and Prospecting)- Recurring Giving- Tribute Giving- Planned Gift Tracking

• Also includes Spark for online fundraising and email marketing

The Raiser’s Edge(i) for Membership Organizations

• Includes everything in the core RE(i) package• Also includes…

- Membership management in RE- Online membership forms in Spark

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• Includes everything in the core RE(i) package• Also includes…

- Alumni tracking in RE- Online directories in Spark

The Raiser’s Edge(i) for Alumni Organizations

VERTICAL SPECIFIC PACKAGING

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• The Giving Score Overview • The Giving Score Ratings• WealthPoint for The Raiser's Edge• AddressFinder

These services provide customers with clean and accurate data, allowing them to…

• Identify their best potential supporters• Operate more efficiently, spending time on what matters most• Build and maintain better relationships with their supporters• Save time, money and staff time

BUILT IN ANALYTICS AND DATA ENRICHMENT

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• Application Hosting for The Raiser’s Edge- 24/7 remote access to the system- Secure back up and protection of data

• Blackbaud Merchant Services (BBMS) for payment processing- All inclusive, simplifies processing- Features the Blackbaud OneRATE at 2.59%

• Start Learning for The Raiser’s Edge- Free tutorials included in maintenance (self-paced recorded lessons)- Ensures they have the fundamental tools to use the system

• Blackbaud Learn Subscription for NetCommunity Spark- Includes self-paced AND instructor-led training

VALUE ADDED SERVICES BUNDLED IN

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PACKAGING AND P R IC ING

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PACKAGINGhttps://www.blackbaud.com/re

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RE(i ):EVENT™

Enables our customers to:

Plan, organize, and implement all aspects of their events

Send email invites

Process online registrations and transactions

Track event participants, donations, expenses and event revenue

Manage renewal campaigns via the web with seamless integration back to the CRM database.

Enables our customers to:

Gather online volunteer applications

Complete volunteer record keeping including skills sets, experience, and certifications.

Coordinate and track hours

Schedule assignments based on their availability and interests

Track when a volunteer’s next service award is due.

RE(i): Volunteer™

ADD-ON’S

35% attachment

rate

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• Event• Volunteer• Search (prospect)• Tribute• EFT (recurring giving)

COMMON CUSTOMER ADD-ON MODULES

Event Module

Volunteer Module

Recurring Gifts Module

Tribute Module

Search Module

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PRICING

• The Raiser’s Edge(i)

• Includes Spark (online donations and email marketing)

• Includes Hosting

• Includes Tribute, Search, EFT, Planned Giving modules

• Maintenance

• Learn

Pricing starts at $9,000 for a1-user system

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T HE G IV ING S CORE

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• Giving Score is run for new customers at the time of conversion

• Where does the data live?- For customers with RE:Search, data presents on Prospect

tab- For customers without RE:Search, data presents on

Ratings tab

THE GIVING SCORE

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WHAT IS IT?

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GIVING SCORE REPORT

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GIVING SCORE DASHBOARDS

1 2

3

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T HE RAIS E R’S E DGE MOBIL E AP P

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Data Portability- Optimized presentation of constituent

information for smartphone- Up-to-date information for constituent

profiles—no more printing static copies- Access recent gift data- No more lugging around binders or laptops- Add constituents as Favorites for offline

access - Leverage native smartphone functions like

click-to-call, mapping, email, text

Ease of Update- Meets users where they are used to

working- Add/edit notes and call reports on the road

—right into the constituent record- Complete your assigned actions and add

new actions

MOBILE FUNCTIONALITY

Targeted GA Release Date: September 2012

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CONSTITUENT RECORD

Prototype products you will be seeing are under development and are subject to change prior to commercial release.  

Targeted GA Release Date: September 2012

Constituent Record- Easy to read contact information- Email, call or text right from the constituent

record- See Details, Giving, Notes, Actions,

Relationships

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CONSTITUENT RECORD DETAILS

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CONSTITUENT GIVING HISTORY

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DASHBOARDS

Dashboards for quick access to gifts and actions

Prototype products you will be seeing are under development and are subject to change prior to commercial release.  

Targeted GA Release Date: September 2012

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• The Raiser’s Edge brochure

• Event module datasheet

• Volunteer module datasheet

• The Raiser’s Edge mobile app datasheet

• The Giving Score Overview

MARKETING COLLATERAL

Event Module

RE brochure

Volunteer Module

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RE F E RRAL PART NE R P ROGRAM

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• Blackbaud is looking for collaborative Partners, to register:

First, We begin the process by directing partners to the online referral agreement

Second, We ask that the partner review and approve the agreement

Third, The partner is now open to submit client requests by using this online form

• Once a lead is submitted:

Blackbaud will assign the regionally appropriate sales executive to help evaluate

The Blackbaud sales executive will work collaboratively

In the manner requested by the referral partner

Goal being to provide relevant informational and investment documentation

• The benefits of Referral Partnership:

Upon sales completion and payment has been received in full

Blackbaud will remit a check to the partner for 10% of the software value purchased

STEPS TO BLACKBAUD REFERRAL PARTNERSHIP

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• Added benefits for Blackbaud approved referral partners:

• Resources:

Access to Sales Representatives

Access to Training, Support, and Marketing Materials

New to the program! Access to Sandbox accounts by request

Discounted rates for BBCON and other Blackbaud events

• Selective Service Offerings:

Blackbaud is open to working jointly with partners to deliver the best mix of services

What is in the best interest of the customer?

Services beyond what Blackbaud can offer

Services preferred by the customer

Examples: Project Management, Design, Data Services

ADDITIONAL VALUE FOR REFERRAL PARTNERS

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• To properly position an investment quote, your sales executive will need to know:

What are the principal needs of the organization?

Who is involved in the decision and what is the decision making process?

What are the timelines and milestones? Ex: when live? when board meeting? budget?

How many concurrent users are needed?

Are they converting data from another system, if yes, which system?

Do they need membership or alumni functionality?

Do they need the event or volunteer module?

• Modular options will be sent in summary format for you to assist in evaluation.

• If additional information is needed, your sales executive can outline the gaps.

SALES EVALUATION QUESTIONS FOR THE RAISER’S EDGE

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• For questions on setting up partnership and program details:

Alex Espinoza: Partner Manager

[email protected]

858-795-8931

• For questions regarding your regional sales executive:

Craig White, Manager of Sales, Blackbaud Canada

[email protected]

800-443-9441 x3278

• For questions regarding product positioning and marketing for this product:

Dawn Hollowell, Sr. Product Marketing Manager for The Raiser’s Edge

[email protected]

CONTACTS FOR REFERRAL PARTNERSHIP AND SALES